Power and Negotiation
Power and Negotiation
复制标题
权力与谈判
DOI：
10.1007/978-3-662-41501-6_1
复制
发表时间：
1979
期刊：
影响因子：
--
通讯作者：
J. Ponssard
中科院分区：
文献类型：
--
作者：
P. Levine;J. Ponssard
本文主要研究两人谈判中权力概念的形式化问题。权力的概念定义如下：A对B的权力大小与B在A-B交互中的目标实现程度有关。至于权力的来源，它被认为与双方在互动中可用的策略（如奖励，惩罚等）有关。
This Paper is concerned with the formalization of the notion of power in the context of two person negotiations. The notion of power is defined as follows: the amount of power of A over B is related to the level of achievement of B’s objectives in the interaction A-B. As for the origin of power, it is taken as related to the strategies available to both parties in their interaction (such as rewards, punishments, etc.).